Commercial HVAC Sales Representative

Job Title: Commercial HVAC Sales Representative

Department: Sales

Reports To: Sales Manager

FLSA Status: Exempt

Position Summary

The Commercial HVAC Sales Representative is responsible for generating new business and expanding existing accounts within the commercial market. This role focuses on developing long-term business relationships, identifying project opportunities, preparing competitive bids, and selling HVAC systems, retrofits, replacements, and preventative maintenance agreements.

The ideal candidate understands commercial mechanical systems, can navigate longer sales cycles, and is comfortable working with general contractors, facility managers, property managers, and business owners.

Primary Responsibilities

• Business Development & Market Growth
• Identify and pursue new commercial HVAC opportunities within assigned territory.
• Develop relationships with general contractors, developers, property managers, facility managers, and commercial property owners.
• Actively prospect through networking, cold outreach, referrals, and industry events.
• Maintain a strong sales pipeline and meet established revenue targets.
• Monitor bid platforms and pre-bid opportunities.
• Project Sales & Estimating Coordination
• Conduct site visits to evaluate existing systems and project scope.
• Review plans and specifications for plan-and-spec projects.
• Collaborate with estimating and operations teams to develop accurate, competitive proposals.
• Prepare and present professional proposals, including value engineering options.
• Follow up on bids and negotiate pricing within company guidelines.
• Secure signed contracts and ensure proper documentation is completed.
• Service & Maintenance Agreement Sales
• Identify and develop preventative maintenance contract opportunities.
• Promote service agreements to new and existing commercial clients.
• Maintain long-term client relationships to generate recurring revenue.
• Client Relationship Management
• Serve as primary point of contact throughout the sales process.
• Maintain consistent communication from proposal through project handoff.
• Conduct post-project follow-up to ensure satisfaction and repeat business.
• Identify cross-sell and upsell opportunities within existing accounts.
• Technical Knowledge & Industry Expertise
• Maintain strong knowledge of commercial HVAC equipment, controls, and system applications.
• Understand rooftop units, split systems, chillers, boilers, VRF systems, and building automation systems.
• Stay current on energy efficiency standards, local building codes, and rebate programs.
• Interpret blueprints, specifications, and mechanical schedules.
• Reporting & Administrative Responsibilities
• Maintain accurate CRM records for leads, bids, pipeline activity, and closed sales.
• Provide weekly sales activity and forecast reports.
• Track project margins and support smooth internal handoff to operations.
• Participate in sales meetings and strategic planning sessions.

Qualifications

Required

• High school diploma or GED required; bachelor’s degree preferred.
• 3+ years of commercial B2B sales experience (HVAC, mechanical, or construction industry preferred).
• Ability to read and interpret mechanical drawings and specifications.
• Strong negotiation and presentation skills.
• Valid driver’s license with clean driving record.

Preferred

• Experience selling commercial HVAC equipment or mechanical services.
• Knowledge of commercial bidding processes.
• Familiarity with CRM systems.
• Understanding of energy-efficient systems and rebate programs.

Skills & Competencies

• Strong relationship-building skills
• Strategic thinker with ability to manage long sales cycles
• Highly organized and self-motivated
• Strong closing and negotiation ability
• Professional communication and presentation skills
• Ability to collaborate cross-functionally with estimating and operations teams

Work Environment

• Combination of office, field, and commercial job-site visits
• Regular travel within assigned territory
• Attendance at networking events and pre-bid meetings
• May require rooftop access or mechanical room site visits (PPE required)
• Occasional early morning or evening meetings